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An Exploratory Analysis of Individual Information Processing

Cravens, David W. - In: Management Science 16 (1970) 10, pp. 656-656

Information-processing is an integral part of decision-making; yet the state of knowledge concerning the individual problem solver in his role as an information-processor is limited. This paper presents a conceptual framework for examining individual, task-oriented information-processing as a...

Persistent link: https://www.econbiz.de/10009196772

Examining Gender Differences in Field Sales Organizations

Moncrief, William C.; Babakus, Emin; Cravens, David W.; … - In: Journal of Business Research 49 (2000) 3, pp. 245-257

Persistent link: https://www.econbiz.de/10005465789

Comparative evaluation of empirical response functions in sales management decision making

LaForge, Raymond W.; Cravens, David W.; Ranney, Gipsie B. - In: Journal of Business Research 12 (1984) 3, pp. 377-391

Persistent link: https://www.econbiz.de/10005465915

Sequential modeling approach for redeploying selling effort in field salesforces

Cravens, David W.; Moncrief, William C.; Lamb, Charles Jr. - In: Journal of Business Research 20 (1990) 3, pp. 217-233

Persistent link: https://www.econbiz.de/10005466115

Formal and informal management control combinations in sales organizations: The impact on salesperson consequences

Cravens, David W.; Lassk, Felicia G.; Low, George S.; … - In: Journal of Business Research 57 (2004) 3, pp. 241-248

Persistent link: https://www.econbiz.de/10005466406

Competitive advantage in the global marketplace: a focus on marketing strategy

Hult, G. Tomas M.; Cravens, David W.; Sheth, Jagdish - In: Journal of Business Research 51 (2001) 1, pp. 1-3

Persistent link: https://www.econbiz.de/10005474273

Reforming the traditional organization: The mandate for developing networks

Cravens, David W.; Shipp, Shannon H.; Cravens, Karen S. - In: Business Horizons 37 (1994) 4, pp. 19-28

Persistent link: https://www.econbiz.de/10005431511

Marketing strategy positioning

Cravens, David W. - In: Business Horizons 18 (1975) 6, pp. 53-61

Persistent link: https://www.econbiz.de/10005431521

Gaining strategic marketing advantage

Cravens, David W. - In: Business Horizons 31 (1988) 5, pp. 44-54

Persistent link: https://www.econbiz.de/10005438757

Competitiveness and sales management: A marriage of strategies

Olson, Eric M.; Cravens, David W.; Slater, Stanley F. - In: Business Horizons 44 (2001) 2, pp. 25-30

Persistent link: https://www.econbiz.de/10005439326

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